11-Point Salesmanship Technique
I came across this 11-point technique in Dr. Norman Vincent Peale's book, "Enthusiasm Makes the Difference ". Although this book was written in 1967, its teachings are still very much timely. (Excerpts from the Fawcett Crest edition).
- Find a need and fill it. It's pretty hard to sell something no one needs. Believe that you are selling what people really need.
- Since you must sell yourself even before selling your goods, it's important to sell yourself on yourself. So believe in yourself.
- Want to sell. Get the thrill of selling desirable goods or services.
- Get full of enthusiasm, the kind that keeps you excited about your job and about people.
- Don't ride enthusiasm so hard that you become offensively high pressure. All that will get you in resistance and no sale.
- Develop the powerful motivation that comes from deep inner enthusiasm that never runs down.
- Don't be a half-minder. Be an all-out, not a half-out. Give your whole mind, your whole self. That will provide the impact that achieves results - real results.
- Concentrate - think - concentrate - think. Keep your mind working and keep your mind on your selling. Thinking produces ideas and ideas sell.
- Learn to communicate. Develop rapport with people. Know people and like them. They will like you and buy what you have to sell.
- Have a plan for your work, and work your plan.
- Believe that being a salesperson is the greatest, most important job in the American economy. Believe that you are a trustee of free enterprise and freedom. Be proud to be a salesperson. (My emphasis).
Posted by Terra3.0 at 2/25/2011 8:25 AM 
Categories: Sales, Entrepreneurship, Self-Starters
Tags: Entrepreneurs sales
Categories: Sales, Entrepreneurship, Self-Starters
Tags: Entrepreneurs sales
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